JobOutfit · B2B workwear · Germany
From a product form to a B2B enquiry journey that starts with context.
Read the JobOutfit case studyFrom zero customers to nearly €250k in shop revenue.
Der Transfershop sells DTF transfers to textile printers, shops and sports clubs. Leadforge has been its Growth Partner since March 2024 — before the first sale. Since then, der-transfershop.de has grown into a business with 419 paying customers and more than 2,700 orders. Monthly revenue grew 28×, the average order value rose from €32 to €84, and repeat customers now carry 88 % of revenue.
Monthly revenue
€525 → €14,567
June 2024 → September 2026, net. Bars: revenue per quarter.
PROJECT SNAPSHOT
- Client
- Der Transfershop
- Market
- DTF transfers · B2B online shop
- Leadforge role
- Growth Partner: acquisition, activation, order value, retention, paid, CRO, SEO
- Since
- March 2024 — before the first sale
- Figures as of
- 30 September 2026
Leadforge did not build the shop technically — theme, print-sheet designer and hosting belong to the client and their developer. Leadforge owns the commercial growth.
THE RESULT
More orders, bigger baskets — and customers who come back.
A first sale became a business
The first month brought seven orders. September 2026 brought 174 — the strongest month in the shop's history.
28× monthly revenue
€525 in June 2024 → €14,567 in September 2026, net of VAT and shipping, after refunds.
See the growth curveMore orders — and each one worth more
174 orders in September 2026 instead of 37 in September 2024 — each worth more than twice as much on average. Free shipping from €75 became one of the central purchase levers.
€32 → €84 average order value (2.7×)
Net, September 2024 vs. September 2026 — with 4.7× as many orders: together 12.5× monthly revenue.
How the basket grewRepeat customers became the engine
Revenue from repeat orders grew from €545 to €14,101 a month. Today 88 % of revenue comes from repeat orders.
26× monthly revenue from repeat orders
€545 → €14,101 per month, net, September 2024 vs. September 2026; today 88 % of revenue.
The repeat engine
THE GROWTH CURVE
419 customers, 2,731 orders — and the business keeps growing.
In March 2024 the shop had no paying customers; the first order came on 5 June 2024. Since then monthly revenue has grown 28×, up to the record month of September 2026.
- shop revenue since launch
- €247,157shop revenue since launchGross incl. VAT and shipping, after refunds, June 2024 – September 2026. Net of VAT and shipping: €187,786.
- monthly revenue
- 28×monthly revenue€525 in June 2024 → €14,567 in September 2026, net.
Net revenue per quarter
THE GROWTH SYSTEM
Not one channel but a system — from first contact to the twentieth order.
Leadforge came in as Growth Partner, not as an ad agency — responsible for the whole commercial path, from first contact to regular customer.
- 01AcquirePaid ads from launch; audiences renewed whenever they saturated.
- 02ExperienceFree samples: the quality in your hands instead of on a screen.
- 03ActivatePersonal follow-up and an incentive for the first order.
- 04Second purchaseService contact after the first order — the real turning point.
- 05RetainRetention campaigns, customer lists, newsletter — and free shipping from €75 for bigger baskets.
- 06ExpandNew segments such as clubs, now organic demand through SEO.
The pattern transfers to any business that lives on repeat customers — from online shops to restaurants: win first-time customers, turn them into regulars, grow the average order, find valuable segments, build organic demand, and keep moving effort to the next constraint.
THE SAMPLE ENGINE
1,063 free samples became 154 paying customers and 1,162 orders.
The free sample was the way in: prospects checked the quality in their own hands and were then followed up personally — to the first order and on to the second. More than half of the shop's most loyal customers came this way.
1,063free samples sentThe way in: the quality in your hands instead of on a screen.
154paying customersAfter personal follow-up; first order a median of 26 days after the sample.
1,162orders154 first orders plus 1,008 repeat orders.
€86,217revenueGross, from the Transfershop team's customer list.
- of sample customers ordered again
- 67 %of sample customers ordered again103 of 154 — compared with 45 % of all other customers.
- customers with 10+ orders started with a sample
- 36 of 68customers with 10+ orders started with a sampleMore than half of the shop's most loyal customers.
- of all orders in the shop
- 43 %of all orders in the shop1,162 of 2,731 orders come from sample customers.
Between the sample and the first order there was no waiting, but follow-up: quality, application, delivery time, open questions — and an incentive for the first order.
Your business wins first-time customers — but too few come back?
Usually what's missing isn't another channel but the system behind it: turning a first order, first visit or first booking into a habit.
THE REPEAT ENGINE
The first order was the test. The second was the turning point.
Many first orders were cautious trials with a new supplier. Customers who ordered a second time were won: four in five went on to order a third time, and 85 to 92 % stayed at every step after that. Personal follow-up, retention campaigns and ongoing customer communication were aimed at exactly that.
€53average first orderOften a cautious trial with a new supplier.
€73average second order38 % larger than the first — the trust is there.
79 %order a third timeOf all customers with a second order and at least 180 days of history.
85–92 %stay at every later stepFourth, fifth, tenth order: repeat buying becomes a habit.
- monthly revenue from repeat orders
- 26×monthly revenue from repeat orders€545 → €14,101 per month, net, September 2024 vs. September 2026.
- of revenue from repeat orders
- 88 %of revenue from repeat orders85 % of all orders are repeat orders; net, June 2024 – September 2026.
- repeat customers with at least two orders
- 222repeat customers with at least two orders53 % of all 419 paying customers, as of 30 September 2026.
- revenue from 2024 customers — today vs. their first year
- 2.4×revenue from 2024 customers — today vs. their first yearNet: €12,180 in 2024, €29,776 from October 2025 to September 2026.
A customer who comes back has brought €805 in net revenue on average so far — a one-time buyer €35.
SEPTEMBER 2024 → SEPTEMBER 2026
4.7× more orders × 2.7× higher order value = 12.5× monthly revenue.
The revenue jump came from two directions at once: far more orders, each worth more than twice as much on average. Leadforge actively managed the shop's commercial economics; from August 2025, free shipping from €75 became one of the central purchase levers — in the ads, on the product pages and at checkout.
4.7×orders per month37 → 174
2.7×average order value€32 → €84 net
12.5×monthly revenue€1,165 → €14,567 net
- Free shipping from €75: 14 % → 29 % share of orders above €75, same period.
A SECOND MARKET
Clubs: spotted, developed — and today the shop's largest customer is one of them.
The shop started with resellers who process transfers and sell to their own customers. In the customer data Leadforge spotted a second segment: clubs that order directly from the shop, without a middleman. Leadforge turned that into a market of its own — with its own audience, its own creatives and its own arguments; since March 2026 a dedicated club campaign comes on top.
- tracked revenue from just seven confirmed club accounts
- around €47,000tracked revenue from just seven confirmed club accountsGross, matching the Transfershop team's club list against its customer list. Further club accounts sit outside this figure.
- orders from the shop's largest customer — a club
- 91orders from the shop's largest customer — a clubMore than €30,000 gross revenue (€26,104 net); a customer since August 2025, before the dedicated club campaign.
- Dedicated club campaign since March 2026, reported by Meta: 3.8× lifetime return on ad spend — reaching 6.2× in the strongest month, April 2026 (€4,773 budget, 184 purchases, €18,116 purchase value).
GROWTH CONTINUES
Not a one-off jump: the shop keeps growing.
Growth hasn't flattened as the business matured. Figures as of 30 September 2026, from the shop's paid orders.
- revenue in the last twelve months
- +89 %revenue in the last twelve monthsNet, October 2025 – September 2026 (€119,367) vs. the twelve months before (€63,205).
- even without the largest customer
- +68 %even without the largest customerSame periods, excluding the highest-revenue customer account.
- 2026 out-earned all of 2025 by 2 September
- 2026 > 20252026 out-earned all of 2025 by 2 SeptemberNet revenue 2025: €81,736; 2026 to the end of September: €93,869.
- revenue in the record month of September 2026
- €18,822revenue in the record month of September 2026Gross incl. VAT and shipping, €14,567 net — the twelfth new monthly record since launch.
+ How it is counted– How it is counted
- Gross revenue: order total including VAT and shipping, after refunds. Net revenue: excluding VAT and shipping, after refunds — the basis of every comparison over time.
- Paid orders are counted; cancelled, failed and fully refunded orders are not.
- Customers are merged by email address and customer account; each counts once.
- Sample customers and club customers come from the lists the Transfershop team keeps.
THE NEXT CHAPTER · CRO AND SEO
With 222 repeat customers, the repeat engine is built. The next growth layer is organic demand.
BEFORE
Where do I order?
On the original Meterware page, the upload and a seven-row price table filled the right column. The add-to-cart button sat in the left column below an inspiration image — in the second screen on a desktop.
TODAY
Price, upload, quantity, order — in one card
The Meterware product page now shows the order button on the first screen — in a buy card with price, file upload, quantity and delivery time. The client approved wording and placement before anything went live.
Buying path first, reach second: the page is both the entry point for new customers and the order page for regulars, some of whom reorder several times a week. Every change has to serve both.
OUTLOOK · SEO AND CONTENT
SEO and useful content build the next acquisition layer.
Since September 2026 Leadforge has been building organic search — structured product data, new pages for free DTF samples and for clubs, guides on the questions customers actually ask. Early signals: for “DTF bestellen” and “DTF Transfer bestellen” the shop ranks on Google's first page, and in September 2026 already 6 of 16 new customers came through organic search.
The principle is the same as since the first sale: find the current constraint and move the effort there — first acquisition and samples, then activation, basket and repeat purchase, now organic demand. The results of this chapter will be added to this page, dated.
Should your business grow — not just your ad budget?
I look at where your business stands today: new customers, first purchase, repeat purchase, average order. Afterwards you know which lever matters next.
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